Federal Sales Manager

Job Description

Job Description

The Federal Sales Manager is responsible for driving revenue growth within the federal government sector through direct sales, strategic partnerships, and effective use of federal contract vehicles. This role requires a strong understanding of federal procurement regulations, acquisition processes, agency missions, and the ability to build long-term relationships with key government decision-makers. The ideal candidate excels at managing the complete sales cycle, from opportunity identification through post-sale follow-up, while ensuring compliance with federal standards. Extensive travel—up to three consecutive weeks at a time—is required.

Essential Functions:

Federal Sales Strategy & Business Development

• Develop and execute a comprehensive federal sales strategy aligned with company growth objectives.
• Identify, qualify, and pursue and close new business opportunities across federal agencies (e.g., DoD, DHS, VA).
• Leverage GSA Schedules, IDIQs, GWACs, and other contracting vehicles to drive competitive advantage.
• Stay informed on federal acquisition regulations, agency priorities, and market trends impacting procurement.
• Represent VirTra at industry trade shows, conferences, and federal training events

Sales Cycle Management

• Manage the full sales lifecycle, including lead generation, prospecting, needs assessment, product demonstrations, proposal and quote development, contract negotiation, contract award, and post-sale support.
• Prepare persuasive proposals, quotes, and bid specifications tailored to agency requirements.
• Demonstrate and explain products, services, and methods to influence purchasing decisions.
• Suggest product solutions based on customer needs and technical knowledge of product capabilities.
• Lead product demonstrations and collaborate with internal technical teams to deliver tailored solutions
• Prepare and submit complete sales contracts and ensure order processing accuracy.
• Navigate federal procurement pathways including GSA schedules, IDIQs, BPAs, and sole-source opportunities
• Coordinate with marketing, product development, and customer success teams to ensure customer satisfaction and account growth

Customer & Stakeholder Engagement

• Build and maintain strong relationships with procurement officers, program managers, contracting officials, prime contractors, and industry partners.
• Communicate effectively with stakeholders inside and outside the organization, representing the company at meetings, briefings, events, and tradeshows.
• Answer customer inquiries regarding products, pricing, availability, and credit terms.
• Identify prospective customers using business directories, referrals, and industry events.

Negotiation & Deal Execution

• Negotiate pricing, terms, and service agreements to achieve mutually beneficial outcomes.
• Emphasize key product features based on thorough analyses of customer needs.
• Collaborate with marketing, product, and legal teams to tailor offerings and ensure compliance.

Reporting & CRM Management

• Track pipeline activity and update customer records using the company’s CRM system.
• Provide accurate revenue forecasts and performance metrics to leadership.
• Establish and meet weekly, monthly, and quarterly sales objectives aligned with company targets.

Operational & Administrative Responsibilities

• Comply with department ISO 9001 processes and company quality policies.
• Accurately log time worked daily by project code.
• Collaborate with colleagues to share selling strategies, market intelligence, and best practices.
• Provide support to other departments as needed.
• Perform additional duties as assigned.

Core Competencies

• Federal Market Expertise – Understanding of federal agencies, procurement processes, contracting mechanisms, and acquisition regulations.
• Strategic Thinking – Ability to develop long-term federal sales strategies aligned with organizational goals.
• Business Development – Skilled in identifying and pursuing new opportunities.
• Relationship Building – Ability to build and maintain credibility with key stakeholders.
• Communication & Presentation – Strong communication and presentation capabilities.
• Negotiation & Closing Skills – Skilled in pricing and contract negotiations.
• Technical Aptitude – Ability to understand and explain complex products.
• Results Orientation – Proven ability to meet and exceed sales goals.
• Collaboration – Works effectively across departments.
• CRM Proficiency – Skilled in CRM pipeline management and reporting.
• Adaptability – Effective in dynamic and evolving markets.
• Professionalism & Integrity – Maintains compliance and high ethical standards.

Knowledge, Skills and Abilities: 

Physical Demands:

While performing the duties of this job, the employee is regularly required to talk, hear and speak.  Frequently the employee will be required to stand; walk; use hands or fingers, handle or feel; and reach with hands and arms.   Will be required to climb, kneel, crouch and lift items of 60 lbs. or more rarely.  Visual acuity includes color, depth perception and field of vision.  Often will be required to sit and work at a computer for upwards of 4 hours at a time which requires repetitive motion of the wrist, hands and/or fingers.

Education and Experience:

• Bachelor’s degree in business, Marketing, Government Studies, or equivalent work in related skills.
• 5 years of experience in federal sales, government contracting, or business development.
• Proven track record selling to federal agencies and navigating acquisition processes.
• Experience managing opportunities through GSA Schedules, IDIQs, GWACs, and other federal contract vehicles.
• Strong understanding of the Federal Acquisition Regulation (FAR) and agency-specific supplements.
• Existing relationships with stakeholders in agencies such as DoD, DHS, VA, DOJ, or similar.
• Familiarity with CRM platforms (Salesforce, Microsoft Dynamics, etc.).
• Excellent presentation, negotiation, and communication skills.
• Ability to travel extensively, including trips lasting up to three consecutive weeks.
• Demonstrated ability to meet aggressive sales targets and manage multiple priorities.
• Strong technical aptitude with the ability to understand complex product offerings.

Additional requirements:

• Full-time position of 40+ hours per week and requires a flexible schedule to include overnight or late nights.
• Pre-employment criminal background and DMV check as well as drug screening and credit check if company credit card will be requested.
• Active, valid driver’s license with no major offense within 3 years
• Willing and able to use personal vehicle for sales demonstrations, customer visits or regional trade shows.

VirTra is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

VirTra’s mission is ensuring those who serve return home safely each day by delivering intense, effective, realistic training. Our attention to detail prepares front line heroes to confidently handle the unexpected.

Company Description

VirTra’s mission is ensuring those who serve return home safely each day by delivering intense, effective, realistic training. Our attention to detail prepares front line heroes to confidently handle the unexpected.